Drury Design Dynamics surpasses pharma sales training challenge

Drury Design Dynamics innovative approach to training a sales force with limited prior experience selling pharmaceuticals proved so successful in the product launch of FLEXERIL® 5mg that McNeil Consumer & Speciality Pharmaceuticals managed to impact a dormant prescriptive muscle relaxant market.

New York, NY – Drury Design Dynamics innovative approach to training a sales force with limited prior experience selling pharmaceuticals proved so successful in the product launch of FLEXERIL® 5mg that McNeil Consumer & Speciality Pharmaceuticals managed to impact a dormant prescriptive muscle relaxant market.

We trained the representatives to practice their clinical sales within real-life application-based selling situations," said Carl Hyman, Executive Director of the Education and Training Division of Drury Design Dynamics.

   In building on their pain management heritage, McNeil entered the prescriptive muscle relaxant market by recruiting a non-specialized pharma sales force specifically for the launch of FLEXERIL® 5mg.

Up until their on-site FLEXERIL® 5mg training, McNeil representatives relied on knowledge-based home learning modules to help them construct a working body of knowledge.

Our challenge was to take that knowledge and apply it in problem-solving workshops and customized selling situations," said Hyman.

Drury Design Dynamics immersed representatives in pharmaceutical selling situations and provided them with opportunities to utilize and apply their new knowledge in activity-based workshops that culminated into a selling village" activity.

Reps made multiple sales calls in an environment similar to the one they will be thrust into," said Hyman, to confirm their skills in handling objections and returning to key selling points during calls."

Drury Design Dynamics is a 22-year-old private company with a history of launch meetings that elevates sales skills and helps ensure selling effectiveness in the marketplace. Drury Design Dynamics is a full service communications company that specializes in the planning and production of meetings, corporate communications, training, special events and entertainment.